Are Proof of Concept (POC) engagements worthwhile? IBM’s Max Melger talks to us about POCs and whether they are worth the effort and time that they require. How do start them? What are success criteria? How to manage scope creep and change? What expectations do we have of the customer? Listen to this episode of Taking 5 with GDE to hear how Max makes POCs successful.
Episode 11
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March 26, 2023
At some point sellers need to be prepared to discuss pricing and getting the proper funding at the customer to cover the cost of...
00:07:48
Episode 19
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May 14, 2023
In this multipart series about qualifying questions we should be using with customers, Jeff Miller, Director of Sales for Strategic Integrators (IBM), talks about...
00:06:09
Episode 7
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February 19, 2023
How do you know where to find new opportunities for Guardium Data Encryption? In this episode of Taking 5 with GDE, we talk with...
00:09:22
